Starting a career in medical device sales isn’t easy, but it can be extremely rewarding if you have the right mindset and approach. This industry offers the chance to not only earn a great income but also to make a real difference in patient care. If you’re new to this field or thinking about making the leap, this article will break down some key tips and lessons learned from someone who started from scratch and successfully built a career in medical device sales.

Let’s dive into some straightforward advice and strategies that can help you get started and thrive in this competitive industry.

1. Networking is Your Best Friend

One of the biggest keys to success in medical device sales is networking. Knowing the right people can open doors that a resume alone can’t. Whether you’re just starting out or have been in the game for a while, building relationships with others in the industry will make a huge difference. Reach out to current reps, managers, and even recruiters to learn more about the industry and get on their radar.

Simple Networking Tips:

• Go to Industry Events: Attend any local or national events related to medical devices.
• Leverage LinkedIn: Use it to connect with people in the industry, comment on posts, and share relevant content.
• Ask for Informational Interviews: Request a short chat with current reps to learn more about their role and experience.

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2. Know Your “Why”

Before you dive in, ask yourself: why do you want to be in medical device sales? This field can be demanding and stressful, so it’s essential to have a solid reason for pursuing it. For some, it’s the challenge of selling complex products in a competitive market. For others, it’s the desire to contribute to improving healthcare outcomes.

Define Your Purpose:

• Impact: Do you want to be a part of improving patient care?
• Growth: Are you looking for rapid career advancement and a good income?
• Challenge: Do you enjoy learning about cutting-edge medical technologies?

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Knowing your "why" will help you stay motivated when things get tough.

3. Expect a Steep Learning Curve

Your first year in medical device sales can be overwhelming. Many new reps feel like they’re drinking from a fire hose. You’re not just selling—you’re managing inventory, attending surgeries, dealing with last-minute changes, and more. Be prepared to wear a lot of hats and face a steep learning curve.

What to Expect:

• Multiple Roles: You’ll be a salesperson, a logistician, a problem-solver, and a consultant—all in one.
• High Stress: Cases will get moved, equipment will be missing, and issues will pop up unexpectedly.
• Long Hours: Your schedule will revolve around surgeons’ needs, not a typical 9-to-5.

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The good news? It gets easier over time as you gain experience and build your confidence.

4. Communication is Key

In this field, overcommunication is better than under communication. Whether you’re confirming a case, updating a physician, or following up with your manager, always be clear and detailed. One small miscommunication can mess up a surgery or delay a patient’s treatment.

Tips for Effective Communication:

• Always Confirm Details: Make sure you have all the details straight before a procedure.
• Document Everything: Keep a record of all discussions, agreements, and equipment deliveries.
• Follow Up: After every meeting or conversation, send a follow-up email to recap what was discussed.

Keeping everyone on the same page will prevent a lot of headaches down the line.

5. Expect to Be a Problem-Solver

Things will go wrong—count on it. You’ll face unexpected problems like missing equipment, delayed shipments, or last-minute changes to the OR schedule. Developing a problem-solving mindset is crucial for success in this industry.

How to Handle Problems:

• Stay Calm: Keep your cool and take a moment to assess the situation before reacting.
• Have a Backup Plan: Always have a plan B for crucial equipment and scheduling.
• Be Proactive: Address potential issues before they turn into major problems.

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Your ability to handle stress and come up with solutions will set you apart from others.

6. Control What You Can Control

There’s a lot that will be outside your control—supply chain issues, OR schedules, hospital politics, and more. Focus on what you can control, like your attitude, effort, and preparation. Being adaptable and positive, even when things go sideways, will help you succeed in the long run.

Actionable Mindset Tips:

• Keep a Positive Attitude: Focus on what you can change, not what you can’t.
• Be Resourceful: Find creative solutions to unexpected problems.
• Set Realistic Goals: Break down your yearly targets into smaller weekly and monthly goals.

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7. Stay Focused on Continuous Learning

Medical devices and technology are constantly evolving, and staying up-to-date is essential. Make it a habit to read up on new products, attend training sessions, and seek out educational opportunities whenever you can.

Ways to Keep Learning:

• Take Online Courses: Look for certifications or courses specific to medical device sales.
• Attend Workshops and Seminars: Participate in industry events to learn about the latest advancements.
• Follow Industry News: Subscribe to newsletters and read up on the latest trends in healthcare and technology.

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Your willingness to keep learning will give you an edge and help you stay relevant.

8. Leverage Mentors and Training Programs

Breaking into medical device sales can be tough, but you don’t have to do it alone. Having a mentor or joining a specialized training program can give you the structure and support you need to get started faster and with more confidence.

Consider finding a mentor or joining a program like “New to Medical Device Sales” if you want personalized guidance.

‍9. Be Selective About Job Offers

Just because you’re starting out doesn’t mean you should jump at the first offer. Make sure any position you consider aligns with your long-term goals and offers room for growth. It’s better to wait for a good opportunity than to take something that’s not the right fit.

How to Evaluate Offers:

• Role Fit: Will you be doing the type of work you’re passionate about?
• Company Culture: Does the company value its employees and offer support?
• Career Growth: Is there a clear path for advancement?

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Don’t settle just to get your foot in the door—aim for a role where you can thrive.

10. Keep a Long-Term Perspective

Your goal shouldn’t just be to get into medical device sales—it should be to build a lasting career. Focus on building relationships, gaining expertise, and consistently delivering value. The skills and connections you build will serve you throughout your entire career.

Final Thoughts

Breaking into medical device sales is a journey. It takes hard work, persistence, and a willingness to step outside your comfort zone. But if you stay focused, invest in yourself, and keep learning, you’ll set yourself up for long-term success in a highly rewarding field.

Want More Details?

For more stories and tips on breaking into medical device sales, check out our talk on Spotify, Apple Podcasts, or watch on YouTube.

Ready to break into Medical Device Sales? 

If you’re serious about breaking into Medical Device Sales, our course/mentorship is designed to help you break into the industry where our average person is breaking into Medical Device Sales in just 8.5 weeks at $105,502.

Click here to learn more and kickstart your journey to success.

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All the best,

Jacob McLaughlin

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